bisphosphonate: Prescription drugs, which include alendronate and etidronate, applied to forestall and address osteoporosis by slowing the breakdown of bone.
Botox: Manufacturer identify for a drug crafted from botulinum toxin form A that is certainly injected into muscles and weakens them to simplicity the appearance of wrinkles.
autoimmune response: When the body's immune technique mistakenly sights the human body's very own tissues and organs as foreign invaders and assaults them.
challenging grief: A chronic, extreme reaction to bereavement that impacts a single in ten individuals that lose a beloved a single. Important signs are incapacity to just accept the Demise; Recurrent nightmares and intrusive, upsetting Recollections; detachment from Other people; continuous yearning for the deceased; and excessive loneliness. At times known as traumatic or chronic grief.
celiac ailment: A disease characterised by damage to the small intestine caused by an oversensitivity to gluten, a protein found in wheat, rye, and barley. Celiac disease can interfere with the proper absorption of nutrients from foodstuff.
The best salespeople are replacing regular “solution marketing†with “insight providingâ€â€”a technique that requires a radically unique approach throughout numerous areas of the purchasing system. Find this as well as other HBR graphics within our Visual Library
Most thoroughly train them to check with a bunch of questions on how selections are made and how the offer is likely to development, assuming that The shopper could have accurate answers. That’s about his a lousy technique.
central (brain) exhaustion: An absence of focus or alertness in addition to a sense of lethargy and loss of enthusiasm; consists of the central nervous procedure.
cerebral angiography: An invasive imaging procedure accustomed to make comprehensive x-ray pictures of your blood vessels from the brain; dye is injected into your carotid arteries to focus on the blood vessels on x-rays.
Our info, nevertheless, display that star performers position tiny worth on such standard predictors. As a substitute, they emphasize two nontraditional requirements. To start with, they set a high quality on shopper agility: Can a customer act speedily and decisively when introduced that has a powerful case, or could it be hamstrung by structures and associations that stifle adjust? Next, they pursue shoppers that have an rising want or are within a condition of organizational flux, regardless of whether on account of external pressures, including regulatory reform, or thanks to internal pressures, like a the latest acquisition, a leadership turnover, or popular dissatisfaction with present-day procedures.
The purpose is usually to lessen the load on the customer by acquiring profits reps adhere to prescribed ways, Every with its personal instruments and documents to assist customers through the method. As opposed to symbolizing a list of revenue actions, as in classic applications, the ways symbolize a set of buying pursuits (“identify have to have,†“Appraise possibilities,†“validate and choose a solutionâ€) in conjunction with proposed actions which will help salespeople guide The client.
crown: The Portion of the tooth which is seen earlier mentioned the gum line. Also a restoration that addresses the crown on the tooth.
angiotensin-changing enzyme inhibitor: A drug utilised to treat significant blood pressure and congestive coronary heart failure. These drugs cease the production of angiotensin II. This lowers blood pressure level and minimizes the center's workload. Generally abbreviated as ACE inhibitor.
atherothrombotic stroke: A kind of stroke that occurs when a sizable artery for the brain is completely blocked by the formation of the clot.